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Director of Spirits - Northeast

Req ID: 862 

Department: Sales 

Status: Full Time, Exempt 

Location: Newark, New Jersey (US-NJ) 

Job Summary:

Trinchero Family Estates field managers at all levels should view their role as active “participants” in conjunction with the Wholesaler to build volume and profitability of the Trinchero Family Estates portfolio.

Essential Functions:

The following reflects management’s definition of essential functions for this job but does not restrict the tasks that may be assigned.  Management may assign or reassign duties and responsibilities to this job at any time due to reasonable accommodation or other reasons.

Strategic Planning and Sales Management of Trinchero Family Estates Spirits Products

  • Develop strategic annual business plan to improve sales and profitability in assigned market areas across all channels of trade.
  • Work – With Zone VP to manage, through the field chain-of-command, Spirits marketing strategy or support, (pricing, advertising, sales tools, manpower, etc.) as necessary to:
    • capitalize on market opportunities
    • better enable the company to achieve specific objectives, or
    • minimize the impact of negative influences in the marketplace (competitive activity, adverse economic conditions, unusual distributor problems, etc.)
  • Develop, implement and maintain management control system for planning, directing and controlling all sales activities.
  • Develop, maintain, monitor and demonstrate expertise regarding all trade pricing associated with:
    • Trinchero Family Estates distributor practices;
    • competitive distributor practices;
    • competitive Spirits practices; and
    • prevailing retail practices affecting shelf and special promotional pricing.
  • Develop and maintain high-level awareness of all market factors affecting TFE Spirits brands (and the broader beverage category) through field surveys, distributor work-withs, trade contact, and review of appropriate publications pertaining to: (a) on & off premise trading conditions, (b) competitive supplier and distributor activity, and (c) market idiosyncrasies.
  • Develop, implement and monitor a plan to ensure fiscal budget adherence and appropriate spending levels in all categories.
  • Develop market knowledge and conduct business in a manner consistent with all legal and regulatory considerations pertaining to the activities of a Spirits representative within each marketplace.

Distributor Management

  • Work with Zone VP & Field Sales Team to motivate each distributor to allocate sufficient sales resources to achieve TFE objectives.  This distributor effort should be at least proportionate to TFE’s sales contributions to the house and brand building activity.
  • Work with Zone VP to develop and present goals, monitor brand sales activity against goals and motivate each distributor to consistently achieve or exceed spirits sales objectives.
  • Develop and implement a plan to track performance status to inform Zone VP and Field Sales Team to motivate each distributor to achieve satisfactory progress toward ongoing Spirits distribution On & Off Premise and execute  merchandising objectives by brand.
  • Develop and maintain working relationship with all levels of TFE Field Sales Team and distributor management within Zone.

Personal Customer Responsibilities

  • Develop and maintain high level of personal call frequency to key customers to develop programs and build relationships to maximize Trinchero Family Estates’ effectiveness by supplementing our distributor effort.

Personnel Development & Management

  • Maintain an environment in which people can contribute their full range of talents to the accomplishment of organizational goals; build respectful relationships; mentor through instruction and by example.
  • Provide leadership through example, build respectful relationships and mentor by instruction.
  • Communicate clear priorities and responsibilities to sales team and identify performance needs to team members.
  • Provide motivation and build teamwork.


  • Exercise:
    • Leadership - Teamwork
    • Good Judgment – Communication Skills
    • Initiative - Proactive
    • Creativity – Results Oriented


•     Degree or equivalent work experience in Sales/Sales Management or related field preferred

•     5+  years experience in consumer products sales and/or sales management

•     Experience with direct sales and distributor contacts

•     Excellent written and verbal communication skills

•     Experience in developing & managing budgets

•     Excellent planning, organization & follow up skills

•     Experience with project management

•     Strong management background with proven results

Working Conditions:

  • Frequent travel, both by car and air
  • Ability to lift at least 45 pounds (case of wine)
  • Regular working schedule to include evenings and weekends
  • Long and irregular hours during peak seasons and/or special events
  • Moderate to heavy physical work (moving wine cases and retail supplies, setting up for special events)


Trinchero Family Estates provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Trinchero Family Estates complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

Nearest Major Market: Newark
Nearest Secondary Market: New York City

Job Segment: Manager, Law, Field Sales, Advertising Sales, Advertising, Management, Legal, Sales, Marketing

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